CHAPTER 1
Why Slower Is Faster
How Selling Too Fast Results in LostSales and a Longer Buying Process
Recently I was retained by a regional VP of sales for a large financial institution to evaluate the effectiveness of his team’s sale of investment advisory services provided to high-net-worth customers. He asked me to be a “mystery shopper,” and at his request I met with one of his salespeople while posing as a high-net-worth customer considering the possibility of changing from my current financial advisor to another investment management firm.
Coincidentally, at the time I actually had a few concerns about my own personal financial advisor, and because I realized that I might change firms as a result of my analysis, I told my client that in ...
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